Strategic Alliance Magazine Q4 2017 - 39

MEMBER SPOTLIGHT

"In 2016, Huawei was selected as an ASAP Alliance Excellence Awards finalist in the category of Alliance Program
Excellence, of which we are very proud," Fox acknowledged.
Fox is well-positioned to lead Huawei's transition. Before the world of pervasive applications and solutions,
Fox became involved in partnering during his time with
Compaq Computer in the mid-'90s. While there, he
worked on the Compaq-Microsoft Frontline Partnership, which continues to be a foundation for the
HPE-Microsoft strategic alliance even today. Fox's personal alliance management journey evolved from being
initially just a contributor to an individual alliance, to
one of helping to shape and drive strategy for a large
global organization. In 2000, he joined the Cisco strategic alliance organization and stayed for 13 years, six of
which were spent in alliance marketing. "Our portfolio
included nearly 20 core alliance partners and contributed in excess of $5 billion in annual Cisco business."
He joined Huawei Technologies two years ago, after
spending two-and-a-half years as director of Citrix
Ready-where he managed over 800 active partners
demonstrating more than 25,000 product verifications.
Partnering as a business strategy has been fundamental
to each organization he has worked for over the past 25-

plus years. "It has been remarkable to witness, and be
part of first-hand, Huawei's cultural transformation to a
company that values, embraces, and relies on open,
trusted partnerships. Today, the core Huawei alliance
team is roughly 20 persons, with an additional 100-plus
alliance managers in various roles that work within our
respective business groups in carrier, enterprise, and
cloud, representing several key disciplines including
business development, alliance management, solution
development, and sales."
At Huawei, very few executives come from a traditional
strategic alliance background. One of the common
practices within the Huawei environment is the process
of rotating employees every three to five years to new
positions, to help enhance their skills and provide exposure and experience to multiple aspects of the business.
Many employees also have worked in markets outside of
the China headquarters environment, which is valuable
because they bring perspective on many cultures and experience with a variety of customers on the front lines.
"Many of our team joined the alliance organization having previously worked in sales, procurement, product
development, and even from technical roles within engineering," Fox said. "This has helped as the diversity in



Table of Contents for the Digital Edition of Strategic Alliance Magazine Q4 2017

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